Head of Business Development & Strategy, US Navy

About us

One team. Global challenges. Infinite opportunities. At Viasat, we’re on a mission to deliver connections with the capacity to change the world. For more than 35 years, Viasat has helped shape how consumers, businesses, governments and militaries around the globe communicate. We’re looking for people who think big, act fearlessly, and create an inclusive environment that drives positive impact to join our team.

The Head of Business Development will identify, develop and close new business opportunities across the entire service in support of all Viasat’s Government Business areas using an in-depth understanding of the DoD acquisition process, your robust network within the military services and proven track record of securing significant contracts for advanced technology solutions or services.

Work closely with business leadership, engineering, product and capture management teams to deliver compelling value propositions to our military customers. This individual is encouraged to play a key role in driving our growth strategy within the defense sector. They will develop our multi-year strategy to position Viasat for upcoming opportunities and expand the business to larger scopes of work. Responsibilities will include:

• Develop and Execute Strategic Account Growth: Develop and execute comprehensive business development strategies to significantly grow revenue from US Military Service Accounts. Identify and prioritize key opportunities, agencies, and programs aligning with our core capabilities and strategic plan. Align these strategies to Viasat Government’s business area growth plans to enable significant year over year growth.
• Market Intelligence: Continuously research and analyze the defense industry environment, including emerging trends, policy changes, budgetary shifts, and competitor activities. The individual selected will use this information identify new opportunities, inform senior Viasat Government leadership and shape strategy around major pursuits, legislative strategy, service strategy.
• Multi-Pipeline Management: Build, manage, and maintain a robust pipeline of qualified opportunities from lead generation through closure. Utilize CRM tools to track progress and report on metrics and align this pipeline to the business area growth plans.
• Influencing Legislative Strategy Development: Along with the legislative affairs team, develop a service-facing strategy to foster and grow legislative support within the U.S. government. Stays abreast of industry trends, competitor activities, new technologies, and changes in military doctrine, acquisition policies, and budget priorities; provide regular market insights to senior leadership and often assist our legislative team in engaging staff and members across the USG legislature.
• Cross-Functional Leadership: Work seamlessly with product development, engineering, sales, marketing, and legal teams to ensure alignment of business development efforts with overall company strategy and capabilities.

• Foster & maintain strategic relationships: Establish and nuture relationships with key decision-makers in government agencies, military branches (e.g., DoD, Air Force, Army, Navy), intelligence community, business to business, and other defense contractors.
• Senior Brand Ambassador: Act as a primary liaison with customers and partners, often representing the company at industry events, conferences, and briefings to enhance market presence and build credibility. They are also responsible for working with our marketing team to enhance brand awareness and build a marketing strategy for their service.

• Lead and Mentor the Business Development Team: Lead, manage and mentor a team of business development, capture, and proposal professionals directly and indirectly. This includes fostering a results-driven and collaborative culture and ensuring the team has the skills and resources to succeed.
• Budget Management: Manage budgets related to business development activities, including managing budgets for business development, which…